Sales forecasting is often viewed as one of the most difficu

Sales forecasting is often viewed as one of the most difficult challenges for sales executives, marketing managers, and others responsible for making them. One of the reasons for this is that those responsible for making sales forecasts recognize the major implications incorrect forecasts can have on all functional areas of the firm.

1. What forecasting guidelines should be followed to improve the predictions?

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It is a common practice for firms to reorganize to better serve their markets and most important customers. It’s interesting how different companies and selling organizations define “most important customers”.

2. Assuming the role of a senior sales management executive, how would you define “most important” customers (by current sales, potential sales, other criteria)? Please be sure to include support for your response.

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In general, salespeople used to have access to far more information than their buyers. However, in the past 10 to 15 years, access to “real-time” information has given the edge to buyers changing how they view their jobs. Buyers are better equipped to understand their costs, enhance their understanding of which items to purchase and from whom.

3. How has this dramatic increase of information affected the relationship, both interpersonally and professionally, between purchasing agents and the sales reps calling on them?

Solution

1) Guidelines for Forecasting Sales Predictions :

Steps invoved in Forecasting the Sales:

Types of Forecasting :

Forecasting Approach :

2 . Quantitative Approach :

Guidelines for Forecasting Sales :

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2 ) Defining Most Important Customers

As a senior sales manager, Marketing a serviceor a product to a targeted customer is a special skilled task.Sales Manager is a supplier of a service to a customer. Sales manager creates knowledge regarding the product. He ensures to give them details of a product.

Factors that define most important Customer:

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3) Relation between Sales Representatives and Purchaasing Agents.

Defination :

Purchase Agent : An Agent who has the authority to purchase goods and services on behalf of his company.

Sales Representative : A person who sells goods to whole salers and Government agencies. They contact customers and explain the product features.

Relation Among these are as same as any regular Sales person and buying Customer. The sales person sells the product by explaining the importance of the need for that particular prouct. The Buyer understands the need and importance of the product. Sales person convinces the customer or the purchasing agent regarding the details and ensuring the quality of the product or service. Purchasing agent informs the company and buys the product on behalf of the company. Both mainain a good rapport nad good relationships with each other. Purchasing agents give timely feedback to the sales represntative on the product or service offered by them.